The importance of distributor training at Caterpillar

Article Abstract:

Independent dealers are extremely important to many industrial manufacturers. They play an especially critical role in international channels where the manufacturer-dealer partnership becomes essential. Taking Caterpillar, Inc., as a case study this article highlights the importance of dealer training by the manufacturer. A comprehensive discussion of training issues is offered, along with insights from the experience of Caterpillar in implementing its Sales Team Development System. (Reprinted by permission of the publisher.)

Human resource management, Training, Caterpillar Inc., CAT, Employee training, Distributors (Commerce)

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Complementary approaches to preliminary foreign market opportunity assessment: Country clustering and country ranking

Article Abstract:

Companies seeking to expand abroad are faced with the complex task of screening and evaluating foreign markets. The research conducted proposes and illustrates the use of two complementary approaches to preliminary foreign market assessment and selection, that are, country clustering and country ranking. These two methods in combination are useful to managerial decision makers in the early stages of foreign market selection.

Forecasts, trends, outlooks, Management dynamics, Forecasts and trends, Foreign corporations, Market trend/market analysis, Company business management, International marketing

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The impact of information technology on supply chain capabilities and firm performance: a resource-based view

Article Abstract:

The increasing usage of information technology in supply chains and its effects on business performance management is discussed.

United States, Information Systems & Theory, Usage, Evaluation, Information technology, Technology application, Business performance management, Supply chains

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